Scientific Way to Sell
- Rick Ferreira, COO, Ascent Medical
Sales Reps Embrace It
- Ernie Biczak, Executive Vice President, NovaSom
Market-Partners offers a new research-based, market-proven revenue generation approach. We work with companies to accelerate their revenue growth by mapping their Customer’s Buying Journey, offering Transformative Consulting Services and through a portfolio of Sales Training offerings.
Our Point of View:
Customers purchase as a result of successfully completing a buying journey, not as a result of a sales process. The singular objective for sales and marketing must be to initiate, and then positively impact, that buying journey.
Our point of view, based on years of research and talking to thousands of buyers, is now fully documented and explored in the book “How Customers Buy… & Why They Don’t.”
Who we are and what we do:
Since our inception in 1995 we have been focused on one thing – helping companies gain traction and revenue growth in their target markets through a deep understanding of how those markets actually buy. We focus on companies globally, from start-ups to industry giants.
Based upon our proprietary research-based Outside-In Selling, we map a specific market’s Buying Journey. We then provide a series of transformative and strategic services, together with a series of sales training programs, which enable organizations to rapidly accelerate revenue growth.
Turning the focus Outside-In
Our work and research has clearly shown that you may have the best product out there, with unquestionable value to your customer, but this alone does not lead to success. Revenue only comes from customers who actually commit to buying. Not those that are interested, or those that will buy one day, but those that actually navigate the complex path that is required in any organization to move from interest through to commitment and acquisition. And yet that path remains largely unknown and unmanaged by many organizations. Sales and marketing have become very adept at positioning their offerings, presenting highly compelling value propositions and indeed all it takes to gain a prospect’s interest. However, after securing that interest the customer is usually left to navigate their path with little or no support. The good news is that our research has shown that for a given market this path can be mapped and the friction points predicted. Armed with a new and deep understanding of the this process, sales and marketing can then support their prospective customer along their path and mitigate the barriers and points of friction that would otherwise slow down or stop the buying.
Outside-In Revenue Generation™ is all about looking beyond the internal view of how you sell, to the external reality of what your customers experience.